Chapter 1

Overview of Global Business Negotiations

In business you don’t get what you deserve, you get what you negotiate.

—Chester L. Karras

Business requires undertaking a variety of transactions. These transactions involve negotiations with one or more parties on their mutual roles and obligations. Thus, negotiation is defined as a process by which two or more parties reach agreement on matters of common interest. All negotiations involve parties (i.e., persons with a common interest to deal with one another), issues (i.e., one or more matters to be resolved), alternatives (i.e., choices available to negotiators for each issue to be resolved), positions (i.e., defined response of the negotiator on a particular issue: what you want and ...

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